What's up recruiter? So you’ve built a sales pipeline of potential recruiting clients and an employer wants to hop on a phone call. The time has now come to show what you're all about. This is your chance to not just close the client for recruiting but to set yourself up for success.

You need to build their trust, keep their attention and build a relationship for the long term. What’s better than a client that pays for you a placement? Easy, a client that pays attention to your work and pays you for placements over the course of the next 5 years.

Let’s break down this call into 6 simple steps.

• Intro: Humanize the call a little bit. Don’t go into full pitch mode from the get or filter your personality. Ask them how their week is going and something about them they may be interested in. Make a connection.

• Set expectations for the call. Let them know the call is fairly brief and the goal is to solve their problem. Now is not the time to tell your story. We need to understand what they need and what their biggest problems are.

• Ask leading questions about pain points. You know they have a problem. It’s either lack of volume of candidates, lack of quality of candidates and time is ticking. Ask them about this problem while letting them know you’ve seen this problem before. “Usually for clients like you, we see that it’s mainly a lack of quality candidate options coming in. Is this your biggest problem or is your problem farther down the pipeline?” Here’s your time to ask more questions and listen more than talking.

• Repeat, Champion. Simple step here and very effective. Repeat the biggest points they mentioned in the last stage. Let them know you listen. Now provide how you are going to provide candidates and solve that problem. Tell them about your past wins.

• Tell your story. Tell your business story with pride. You value your story and your work. You go above and beyond for your clients and you\’ll do it again.

• Get the contract out. Let them know you’ll be sending the contract out with your terms.

The most important underlying part about all of these sales steps is to be authentic but also know your value. If you want to operate at a certain fee, stick to it. Any recruiter that is worth their fee knows it and will not budge. If an employer smells any reluctance here, they will run for the hills.

Love yas